Mastering Business Development Executive Workshop

Course Agenda & Objectives

Introduce instructors, general information, (e.g., orientation to the venue), define training roles and responsibilities, and review the agenda.

Provide course overview

2

Challenges Exercise

Business development challenges exercise.

Identify participant challenges to be addressed during the training

3

12 Core Competencies

Introduction to The 12 Core Competencies of Business Development.

Provide understanding of The 12 Core Competencies of Business Development

Provide an introduction to BE:KNOW:DO

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The BE Components of The 12 Core Competencies

Provide an in-depth understanding of leadership and how leadership drives business development. Develop an understanding of how to separate your roles from your self-worth. Learn to separate purpose from goal.

Why leadership is necessary in business development.

The characteristics of the BE components

Understanding of mission, principles and ethics

Understand how your self-worth is not dependent on your roles

The difference between goal and purpose in business development

5

The KNOW Components of The 12 Core Competencies

Understanding the KNOW Components of The 12 Core Competencies and the 4 Cornerstones of Business Development (money, technical, people/psychology and business). In-depth review of the 3 ego states, how Transactional Analysis improves your understanding of a prospect. Understanding the reasons BD professionals struggle and sometime fail. Understanding the 3 ego states (adult, parent and child). The emotional pressure of BD roles.

Learning how to leverage the principles of behavioral psychology to better understand yourself and your prospects

Know the 3 ego states and how they affect both you and your client’s behavior

The Early Shaping Opportunity Identification & Qualification (OI&Q)i Phase. Guidelines for the opportunity pipeline and intel funnel. Introduction to the Client Engagement Process.

Intel Funnel vs. Opportunity Pipeline

Guidelines for the Opportunity Pipeline/Intel Funnel

Know how to identify the difference between suspects and prospects

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Introduction to the MBDi HUMINT® Client Engagement Process

Introduction to the 4 Phases of the MBDi HUMINT® Client Engagement Process.

Provide an overview of the 4 Phases of the MBDiHUMINT® Client Engagement Process

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Phase 1 of the MBDi HUMINT® Client Engagement Process: Homework before the call

Phase 1 of CEP. Cover how to develop intel gathering and shaping plans, call plans and the value of human intelligence vs. data in decision making.

Know how to evaluate an opportunity

Know how to document an intel gathering plan

Know how to document a call plan

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Phase 2 of the MBDi HUMINT® Client Engagement Process: Preparing for a call

Phase 2 of CEP. Covers the benefits of developing questions and script prior to engaging a client or prospect, understanding the phase of the process you are in with the client and developing script to successfully get past gatekeepers.

Phase 3 of CEP. Covers the development of script for establishing trust and respect. Includes bonding & positioning, rules, rights and responsibilities of the relationship and the development of purpose and goal statements. Understand the difference between being purpose or goal driven.

Know why a purpose statement is important and how it differs from goals

Know how to write a purpose statement

Understand the psychological aspects of bonding and positioning and develop script questions for bonding and positioning

Understand the benefit and need to establish the rules of the relationship

CEP Phase 3 – The Diagnostic Interview covers how to ask permission to ask questions, the development of diagnostic interview questions and how to qualify and shape an opportunity based on problem definition and the information gathered.

Covers the importance of documenting call reports, evaluating the information gathered to make changes to the intel gathering/ shaping plan and how to use the information to make informed business decisions.